At the 2019 Channel Partner Conference and Expo, we had a chance to speak with Andrew Pryfogle, Sales and Thought Leader on Cloud Service and Customer Experience at Intelisys. He was kind enough to share some of his insights with us.

Digital Transformation

“Companies across all different industries have been talking about digital transformation for a few years,” says Andrew, and we couldn’t agree more. According to i-Scoop, digital transformation is “the profound and accelerating transformation of business activities, processes, competencies, and models to fully leverage the changes and opportunities of digital technologies and their impact across society in a strategic and prioritized way.” More often than not, this leads to the use of new and emerging technologies to innovate and enhance the customer journey.

"Regardless of what I do, what I manufacturer, what service I provide - I'm a technology company.” - Andrew Pryfogle

As of 2018, 66% of CEOs of Global 2000 companies have digital transformation as a centerpiece of their corporate strategy. In addition to this, 85% of enterprise decision makes feel they have less than 2 years to make inroads toward their digital transformation, while 55% feel the time frame is under one year. It has become common wisdom, as Andrew says, “larger companies are now realizing is that to digitally transform regardless of what I am is a business right. Regardless of what I do, what I manufacturer, what service I provide - I'm a technology company.”

One side effect of such a push for change is that there are now countless options for businesses, and when there are this many options, the opportunity to help provide these strategies emerges for those who are able to become trusted advisors.

Becoming a Trusted Advisor

Andrew has a solution, “I think that's why the timing around this is so unique because partners are really at that point where we are. They are at the perfect place for those enterprise customers who say 'I need a trusted advisor to help me figure this out.' And so that's why every one of our competitors here we are all seeing massive increase in adoption right now.”

In order to become a trusted advisor, you should earn your client’s trust, so they will reach out to you for advice and become inclined to accept your recommendations.

If your company is already on track to make the move into digital transformation, you can certainly position yourself as that trusted advisor to help your clients get there as well.